Revenue Operations

• Drive Winning Proposals
• - Lead the end-to-end management of RFPs and RFIs, ensuring high-quality, accurate, and timely submissions.
• - Collaborate with subject matter experts across the organization to develop compelling, differentiated responses.
• - Create tailored executive summaries, value propositions, and proposal content that align with each client's unique challenges and goals.
• Enable Revenue Growth
• - Serve as a strategic partner to Account Executives and Sales Leadership throughout the customer lifecycle.
• - Support both new business opportunities and client retention efforts through customized content, proposals, and sales materials.
• - Develop account-specific messaging that aligns Quest's solutions with each organization's business objectives.
• Customize Sales Content & Presentations
• - Create customized presentations, executive summaries, ROI frameworks, solution overviews, and opportunity-specific materials.
• - Partner with sales teams to tailor product demonstrations and client-facing narratives to address prospect needs, regulatory requirements, and operational goals.
• - Translate core marketing messages into targeted, buyer-specific content.
• Optimize Sales Effectiveness
• - Maintain and continuously improve proposal content libraries, response databases, and sales enablement resources.
• - Evaluate and implement AI-powered proposal and content management tools to improve efficiency and consistency.
• - Support knowledge sharing and best practices across revenue-generating teams.
• Deliver Actionable Insights
• - Conduct win/loss analysis to identify trends, competitive insights, and opportunities for improvement.
• - Track proposal performance, response effectiveness, and engagement metrics.
• - Provide recommendations that strengthen positioning, messaging, and go-to-market strategies.

Sales Revenue Enablement Specialist

• The Head of Revenue Operations for B2B is responsible for the operational integrity and strategic rigor of our sales engine.
• Reporting to the VP of Global Strategy and Operations, you will create the processes, and data-led insights that facilitate revenue growth from the B2B Commercial team.
• Material Improvement in Pipeline Management: Move beyond "reporting the numbers" to active pipeline management. Implement the mechanisms required to improve lead-to-close velocity and overall funnel health.
• Forecast Accuracy & Risk Visibility: Establish a disciplined forecasting pace. Provide leadership with early-warning visibility into revenue risks and upside opportunities through rigorous data validation.
• Sales Process Governance: Establish standardized sales stages and entry/exit criteria. Ensure the global sales team follows a consistent methodology to maintain data integrity and process repeatability.
• Planning: Partner with Sales Leadership and Finance to manage strategic annual planning, including setting sales quotas, designing sales compensation plans, and defining territory and capacity planning.
• B2B Lead for Global RevOps: Act as the primary B2B representative on the global revenue operations team. Ensure all B2B activity and reporting align with broader Commercial and Financial frameworks.
• Alignment: Manage the technical and process connections between Sales, Marketing (Lead Gen/Attribution), and Service (Post-Sales Handoffs/Retention).
• Unified Reporting: Partner with other teams to guarantee a single, accurate view of B2B performance, bridging the gap between raw CRM activity and financial outcomes.
• Roadmap Management: Oversee the B2B sales technology roadmap. Ensure tools are selected and configured to support sales efficiency and outcomes rather than adding administrative burden.
• Systems Onboarding: Define and oversee the new hire onboarding and training curriculum development.
• Change Management: Lead the implementation of new tools and process changes, ensuring high adoption through clear documentation and training.
• Vendor Management: Serve as the primary owner for all B2B sales system vendor relationships (e.g., Salesforce), ensuring value and contract compliance.
• Process Optimization: Identify and remove friction points in the sales cycle that inhibit client lifecycle management, specifically focusing on the handoffs between Marketing to Sales and Sales to Service.
• Leadership: Serve on the Operations Leadership team, and manage the B2B CRM Administrator

Head of Revenue Operations

• Support day-to-day revenue operations activities across Sales, Marketing, and Customer Success
• Maintain and improve CRM data quality, reporting accuracy, and process consistency within Salesforce
• Build and maintain dashboards, reports, and recurring metrics used by Revenue Leadership and GTM teams
• Analyze pipeline health, sales activity, funnel conversion, renewals, and customer lifecycle trends to identify actionable insights
• Assist with forecasting processes and pipeline reviews by ensuring data integrity and reporting accuracy
• Support territory alignment, account assignments, and quota administration activities
• Help manage and optimize revenue systems and tools, including Salesforce and other GTM technologies
• Partner cross-functionally with Sales, Marketing, Customer Success, Finance, and Business Systems teams to support operational initiatives
• Document processes, workflows, and reporting standards to improve scalability and consistency
• Assist with deal desk administration, approvals, pricing support, and operational governance workflows
• Identify process improvement opportunities that reduce friction and improve efficiency across the revenue organization
• Support ad hoc analysis and executive reporting requests as business needs evolve

Revenue Operations Analyst

• Review customer contracts and order forms to determine appropriate revenue recognition treatment under ASC 606
• Drive the monthly and quarterly revenue close, including journal entries, allocations, deferrals, reconciliations, and flux analysis for revenue, deferred revenue, and accounts receivable
• Collaborate with Finance Operations and Billing teams to resolve discrepancies and ensure timely, accurate invoicing and reporting
• Assist with process improvements, automation efforts, and system enhancements to scale revenue accounting operations
• Oversee accurate commission calculations and related reporting
• Support external financial audits by preparing PBC schedules and responding to auditor inquiries
• Lead and contribute to transformation initiatives focused on improving processes and implementing new systems

Revenue Manager

• Own and continuously improve end‑to‑end revenue operations across Sales, Marketing, and Customer Success, ensuring alignment from lead to renewal
• Partner with Revenue Leadership to drive accurate forecasting, pipeline management, and performance visibility across new business and renewals
• Serve as a hands‑on owner of Casepoint’s revenue tech stack, including: Salesforce (CRM architecture, data quality, automation, reporting)
• Design and maintain executive‑ready dashboards and metrics that leaders rely on to make decisions
• Lead territory design, quota setting, and capacity planning in partnership with Sales Leadership
• Support deal execution through pricing, approvals, and deal desk workflows that balance speed with governance
• Analyze funnel performance, win/loss trends, sales cycle health, and customer lifecycle metrics to identify growth and efficiency opportunities
• Document and standardize processes so they scale with the business and reduce friction for GTM teams
• Collaborate closely with Finance to align bookings, renewals, and revenue reporting
• Coach and mentor operations teammates as the RevOps function continues to grow

Revenue Operations Manager

• Configure and maintain Salesforce as the GTM system of record, including page layouts, validation rules, automation, and user management
• Ensure data integrity across all GTM systems — account, contact, opportunity, and product hygiene — with clear rules of the road and ongoing monitoring
• Build and maintain integrations between Salesforce, marketing automation, finance/ERP, and customer success platforms
• Own the weekly pipeline and forecast cadence, including deal inspection and roll-up to leadership
• Build and maintain dashboards and reporting across the full funnel — lead-to-opportunity, opportunity-to-close, and post-sale expansion and retention
• Define and track the GTM metrics that matter — pipeline coverage, conversion rates, win rates, sales cycle, ARR, NRR — and make them trusted and accessible
• Partner with FP&A to ensure alignment between RevOps reporting and management reporting, board materials, and the annual plan
• Partner with Finance to keep Salesforce-to-ERP workflows clean, auditable, and aligned with revenue recognition
• Build and maintain a scalable process — including evaluating and implementing CPQ tooling as needed — that produces accurate, fast, and audit-ready quotes and order forms
• Manage the order-to-cash handoff between Sales, Finance, and Customer Success, ensuring clean bookings, billings, and provisioning
• Lead commission plan administration in partnership with Finance, including plan documentation, calculations, and payout review
• Drive automation and AI-enabled workflows across the GTM motion to improve efficiency, accuracy, and rep productivity
• Establish best-in-class RevOps processes, playbooks, and documentation to support a scaling go-to-market organization
• Partner with leadership on territory planning, quota setting, capacity modeling, and segmentation
• Surface insights from pipeline and customer data to inform pricing, packaging, segmentation, and territory decisions

• Build & Scale Enablement Programs: Design and implement structured onboarding, training, and development programs that demonstrably reduce ramp time and increase new hire productivity, with clear measurement of ROI beyond the revenue organization into the broader organization
• Collaboration & Partnership: Drive strategic alignment and cross-functional solutioning by partnering with marketing, supply chain, and sales leadership to elevate customer-facing roles through positioning, product knowledge, and fulfillment expertise.
• Global Solutioning: Create a unified approach to enablement that addresses regional and segment-specific needs while maintaining global consistency and scalability.
• Process & Tools Optimization: Serve as thought leaders by bringing new and innovative sales processes, methodologies, and tools (e.g., Salesforce, Seismic, Gong, etc.) to increase productivity and win rates, and leveraging existing resources in new ways.
• Performance Insights: Define and track key productivity metrics (e.g., ramp time, quota attainment, close rates, deal size, win rates) and implement data-driven improvements to consistently exceed targets.
• Leadership & Collaboration: Lead a global enablement team; coach and develop direct reports while fostering a culture of continuous learning.
• Partner directly with sales leaders to develop and implement coaching frameworks that drive measurable improvements in rep performance and accelerate the path to quota attainment.
• Process and Tools: Identify and eliminate productivity barriers through the optimization of sales processes, playbooks, and tools that increase selling time and improve conversion at each pipeline stage.
• Aligning Messaging Across Teams: Ensuring that sales teams are armed with consistent and effective messaging that aligns with product marketing.
• Other duties/responsibilities as necessary.

Director of Revenue Enablement

• Build AI-driven revenue systems that capture, qualify, and convert inbound demand into measurable revenue
• Design self-service and e-commerce experiences using AI to guide customers from interest to purchase
• Automate and augment sales workflows, reducing manual effort and accelerating deal velocity
• Develop multi-channel engagement systems across email, SMS, and web that adapt to user behavior in real time
• Own measurement and optimization, using data and AI to continuously improve conversion and funnel performance
• Partner cross-functionally with Growth, Sales, and RevOps to build scalable, production-ready systems

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